How to Buy Your Dream Client’s Business

alt text image of the word "buy" written on a chalkboard with a check box next to it

You don’t really buy your prospect's business by giving them the lowest price. When you live by the sword that is price you die by that same sword. And when you allow price to be the issue, you confirm what some buyers really want to believe, namely that they can have best, … [Read more...]

The Problem with Ultimatums

alt text image of a bomb made of dynamite

The first problem with giving an ultimatum is that it can be accepted. You may believe that you have the power in a negotiation. You might believe that that power can be exercised by giving the other party an ultimatum. But giving an ultimatum allows for the other party’s … [Read more...]

On Conflict and Collaboration

On Conflict and Collaboration

Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]